What They Dont Teach You At Stanford Business School

Stuff you can't learn in B-school: LARRY CHIANG

On the Y-axis is Sales Ability On the X-axis is Tech Expertise

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By Larry Chiang

Yes, move up and to the right.

All y’all are learning ENGR 145, and I congratulate you on that. You’ve mastered the two videos. You’ve mastered Four Steps to the Epiphany. But you’re glossing over sales and selling.

bd26194fa93733b624ec22966dbdb9d9_normal.jpeg Larry Chiang (@LarryChiang)
7/2/14, 2:26 PM
Rehearse. Rehearse your sales calls before you execute a tech sales, sales call #Practice

Move up and to the right on the Tech Expertise + sales skill chart. Engineering knowledge on the Y-axis. Sales and promotion ability on the X-Axis.

Specifically rehearse the language of promotion by practicing
– Internal escrow dialog
– one way letter of intent syntax

Syntax is a complicated word for string of words. It will help you reduce startup sales friction. Btw, I saw some kids on a sales call at Coupa and my goodness…, it was like watching a train slowly wreck.


Written by Larry Chiang

July 3, 2014 at 4:49 pm

Posted in Uncategorized

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